Implicit and explicit self-stereotyping in salary negotiations

Tellhed, Una LU and Björklund, Fredrik LU (2007) 8th Annual Meeting of the Society for Personality and Social Psychology In Annual Meeting 2007. p.217-217
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Contribution to journal
publication status
salary negotiation, Self-stereotyping
Annual Meeting
217 - 217
Society for Personality and Social Psychology
conference name
8th Annual Meeting of the Society for Personality and Social Psychology
conference location
Memphis, Tennessee, United States
conference dates
2007-01-25 - 2007-01-27
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Abstract: Implicit and explicit self-stereotyping in salary negotiations. Research indicates that women make lower wage bids than men in salary negotiations (Kray, Thompson & Galinsky, 2001; Säve-Söderbergh, 2003). The present study examined the self-concepts and gender stereotyping of 122 students of economics by explicit measures and the Implicit Association Test (IAT; Greenwald, McGhee & Scwartz, 1998) before a salary negotiation that was either presented as diagnostic or non-diagnostic of genuine negotiating ability. No sex-differences were predicted in the self-concept or the behavior in the non-diagnostic negotiation, but in the diagnostic negotiation the women were predicted to self-stereotype with the female stereotype “caring” and behave more caringly and less assertively. The negotiators’ initial salary request was used as a measure of assertive behavior and the subsequent request, after being asked to consider the strained economy of the employer, was used as a measure of caring behavior. Extending previous findings (Kray et al., 2001) the results confirmed that the women described themselves as more “caring” and behaved more caringly than the men in the diagnostic negotiation, but that there were no sex-differences in explicit self-concept or caring behavior in the non-diagnostic negotiation. Further, there were only signs of implicit self-stereotyping for the women in the diagnostic condition, as was predicted. There were no sex-differences in self-reported assertiveness but contrary to the prediction; the women behaved less assertively than the men in both conditions. The results of the study suggest the possibility of a mediating role of implicit and explicit self-stereotyping for behavior in salary negotiations, that needs further investigating.
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2016-04-04 10:23:35
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  author       = {Tellhed, Una and Björklund, Fredrik},
  language     = {eng},
  note         = {Conference Abstract},
  pages        = {217--217},
  publisher    = {Society for Personality and Social Psychology},
  series       = {Annual Meeting},
  title        = {Implicit and explicit self-stereotyping in salary negotiations},
  volume       = {2007},
  year         = {2007},